Senior Deal Operations Specialist – East and Central Coast Preferred
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Job Description
Senior Deal Operations Specialist focused on Deal Desk operations and cross-functional collaboration. Driving efficient deal execution at Docker, a leader in app development solutions.
Responsibilities:
- Help lead & coach the team on Deal Operations, Deal Desk functions, and best practices.
- Drive a culture of accountability, continuous improvement, and customer-centric support.
- Monitor team workload and capacity, ensuring balanced distribution of cases and identifying opportunities to optimize workflows and eliminate bottlenecks.
- Collaborate with cross-functional stakeholders (Sales, Legal, Finance, Product) to resolve systemic issues and improve handoffs between teams.
- Lead initiatives to automate repetitive tasks and implement tools that enhance team productivity and reduce manual work.
- Monitor deal cycle times, approval turnaround, and booking accuracy.
- Ensure accurate and timely quoting support for Sales, including complex pricing structures.
- Maintain data integrity within CRM and quoting systems.
- Identify and eliminate process bottlenecks to improve deal velocity.
- During Month & Quarter end help with the Ready-to-Close (RTC) process to ensure deal accuracy, completeness, and policy compliance prior to booking.
- Partner with Sales on deal structuring and strategy to optimize revenue, margin, and customer outcomes.
- Review and approve pricing exceptions, non-standard terms, and discount structures in alignment with company policies.
- Lead commercial risk assessment and escalation for complex or strategic deals.
- Collaborate with Legal on contract redlines and negotiations to balance risk mitigation with deal acceleration.
- Ensure pricing governance and approval workflows are consistently followed.
Requirements:
- 7+ years of experience in Deal Desk & Revenue Operations.
- Strong understanding of SaaS pricing models, contract structures, and revenue recognition principles.
- Experience supporting cloud marketplace transactions (e.g., AWS, Azure, GCP) preferred.
- Demonstrated ability to influence senior sales leadership and cross-functional stakeholders.
- Strong analytical skills and experience working with CRM and CPQ systems.
- Excellent communication, negotiation, and problem-solving skills.
- Contract and legal acumen including understanding of commercial contract structures (MSAs, Order Forms, amendments), ability to interpret and negotiate standard terms
- Commercial judgment to balance customer requests against company policy and profitability, discern when to escalate vs resolve independently, and assess risk for non-standard deal terms
- Salesforce and CPQ proficiency including expert-level navigation, configuration, quoting, pricing logic, troubleshooting, and report building
- Negotiation and influence skills to push back professionally on unreasonable requests and influence sales, legal, and finance stakeholders toward optimal solutions
- Revenue operations and finance knowledge including revenue recognition principles, quote-to-cash processes, pricing and licensing models, and deal structuring for clean bookings
- Communication skills with clear written communication, ability to explain complex concepts simply, professional tone in difficult conversations, and active listening
- Problem-solving and critical thinking with analytical mindset to diagnose issues, creative solutions within constraints, and ability to work through ambiguity
- Attention to detail through meticulous contract and quote review, ability to spot inconsistencies, and quality control to prevent downstream issues
- Stakeholder management including managing expectations across functions, building credibility and trust, and navigating organizational dynamics with partnership mindset
- Ownership and accountability by taking responsibility for outcomes, following through without reminders, proactively identifying issues, and maintaining bias toward action
Benefits:
- Freedom & flexibility; fit your work around your life
- Designated quarterly Whaleness Days plus end of year Whaleness break
- Home office setup; we want you comfortable while you work
- 16 weeks of paid Parental leave
- Technology stipend equivalent to $100 net/month
- PTO plan that encourages you to take time to do the things you enjoy
- Training stipend for conferences, courses and classes
- Equity; we are a growing start-up and want all employees to have a share in the success of the company
- Docker Swag
- Medical benefits, retirement and holidays vary by country
- Remote-first culture, with offices in Seattle and Paris
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